Mayer Brown International provide their Dispute Resolution partners with tailor-made negotiation training
Mayer Brown International is a law firm with a global reach and offices across Europe, Asia and the Americas. The firm serves many of the world's largest companies and financial services organizations, including a significant proportion of the Fortune 100, FTSE 100, DAX and Hang Seng Index companies and most of the major investment banks.
In a competitive market place, it is important for the firm to ensure that all their lawyers have access to cutting-edge training. CEDR therefore ran negotiation training for Mayer Brown for those at Associate level for a number of years. However, with the awareness that the type of negotiation issues change as lawyers develop experience and move into more complex situations Mayer Brown were looking for a product which would build on the entry level course and also address the concerns of those at Partner level.
CEDR and Mayer Brown; working together
CEDR were therefore asked to develop a course which would allow for more intensive coaching of those attending and allow individuals attending, who already understand basic negotiation theory, to address their own specific issues in more depth.
Having worked with Mayer Brown to draw out the concerns and priorities of Partners at the firm in relation to negotiation, the Senior Training Consultant worked together with the PSL at Mayer Brown to develop the following list of objectives for the training:
- How to prepare effectively for a negotiation
- The strategic use of interests, positions and BATNA
- Managing difficult people;
- Tackling “positional” negotiators
- Being an effective “hard” negotiator
- How to time and deliver offers for maximum impact
- Implementation of tactics in complex and multiparty cases
- Understanding of your own negotiation profile
An interactive day was developed, using heavyweight negotiation role-plays, combined with a negotiation clinic to practise specific skills and to address their own negotiation issues.
The training has been delivered by trainer teams made up from a pool of three trainers; Karl Mackie, Miryana Nesic and James South. All three of the trainers are experienced mediators with a legal background. This allows them to empathise effectively with the legal professionals, whilst also having the experience of seeing how different negotiation techniques interact, due to their experience in commercial mediation.
All those attending the course rated it as excellent, very good or good, with particular attention being drawn in the evaluations to the usefulness of the exercises and role-plays.
- How the course was described by the delegates, or those commissioning.
- What impact the client feels the training has made